Course Descriptions

MKT 101
Principles of Marketing - 3 Credits
This course examines the basic marketing principles practiced by modern organizations including product development, distribution, promotion, and pricing. It is the foundation course for upper-level marketing courses.

MKT 201
Retailing - 3 Credits
This course examines specific modern retail establishments as an introduction to the principles and methods of retailing. Emphasis is on types and functions of selling institutions in the U.S. and other countries, operation of retail institutions, buying and the ethics of buyer/seller relationships, budgeting, pricing, unit control, sales promotion, and store image.

Prerequisite: MKT101.

MKT 203
Sales and Techniques of Selling - 3 Credits
This course examines basic principles, methods, and techniques of selling. Students learn formalized sales procedures and practice these skills using individual sales demonstrations and/or sales presentations. Also covered are verbal and non-verbal sales cues, the psychology of selling, sales strategies, and specialized selling situations.

Prerequisite: MKT101.

MKT 204
Advertising - 3 Credits
This is an introductory course dealing with the theories, methods, and practices of modern advertising including regulations and ethics. The course gives the student hands-on experience producing advertising campaigns including graphics and media selection.

Prerequisite: MKT101.

MKT 301
Industrial Marketing - 3 Credits
This course offers an overview of marketing as it applies to raw material suppliers, manufacturers, and middlemen. This includes industrial demand, marketing intelligence systems, product and service components, channels of distribution, pricing, promotion, and control.

Prerequisite: MKT101.

MKT 304
Advertising Copy, Layout, and Design - 3 Credits
This course goes beyond advertising theory and teaches the mechanics behind print and broadcast media. The course integrates the functions of copy writing, layout, design, and artwork. It develops an understanding of the advertising department within a company as well as the resources available from an outside advertising agency.

Prerequisite: MKT204.

MKT 305
Marketing on the Internet - 3 Credits
This course examines the impact of the Internet on business and how it has expanded a firm's ability to customize its product and service offerings to levels not attainable in the past. This course will also define the different capabilities that the Internet and World Wide Web have enabled marketers to utilize. Students will revisit the basic tenets of marketing and assess the impact of the Internet on these basic principles. The course will address the benefits as well as the limitations of Internet marketing.

MKT 310
Direct Marketing - 3 Credits
This course deals with the theories, methods, practices, and ethics of direct marketing. The course distinguishes direct marketing from general marketing with emphasis on the integration of both. Application of analytical and computerized techniques is covered via individual projects.

Prerequisite: MKT101, MKT204 is recommended.

MKT 311
International Marketing - 3 Credits
This course is an introduction to the problems associated with managing marketing operations in international companies. It introduces students to organization, principles, policies, procedures, ethics, and techniques used in efficient and effective marketing of products and supplies by business and industry in international marketing. It provides students with concepts and ideas for solving business problems dealing with international marketing.

Prerequisites: MKT101; MGT 105; IBA 301 recommended.

MKT 315
Marketing Management - 3 Credits
This course helps students conceptualize the strategic planning process as it relates to the primary determinants of sales and profits. It also helps the student understand in depth the business and ethical problems a marketing manager faces in a global marketing environment, and suggests various alternative solutions to these problems.

Prerequisites: MKT101, MGT105.

MKT 320
Sales Management - 3 Credits
This course covers management of sales personnel; sales department organization; selection, training, and compensation plans; sales territories; motivation of sales personnel; quotas and budgets; measurements of sales effectiveness; sales forecasting; analysis of the selling function as related to consumer and industrial markets. The course includes a study of the principles of sales management with emphasis on actual situations using the case method.

Prerequisite: MKT101, MKT203 is recommended.

MKT 342
Marketing Research - 3 Credits
This course discusses various tools and techniques used by managers of marketing research. Topics covered include developing the research study, selecting a sample, focus interviewing, questionnaire design, data collection, controlling the field force, validating results, and drafting the final report. Students also learn basic statistical analysis of research findings.

Prerequisites: MAT220; MKT101.

MKT 401
Topics in Marketing - 3 Credits
This course allows students to study an approved subject and to prepare a substantial paper as agreed between each student with the faculty. Class meets to discuss current topics directly related to marketing. Course includes careful instructor monitoring of project progress via meetings with students and may include foreign travel.

Prerequisite: MKT101.

MKT 404
Consumer Behavior - 3 Credits
This course examines marketing from the point of view of key behavioral science concepts, relevant consumer research, and practical marketing applications. The course also analyzes motivation, personality, perception, learning, attitude formation, and the importance of group dynamics, social class, and culture on behavior in the marketplace.

Prerequisite: MKT101.

MKT 460
Internship in Retailing/ Marketing 3-6 Credits
This course provides students with practical experience in a marketing or retailing setting. Students are required to spend 15 hours per semester in seminar meetings and work in a retail or manufacturing company, or other marketing setting for at least 90 hours per semester.

Prerequisite: MKT101, and permission of the instructor.

You must speak with your academic advisor as well as the Career Services Office before registering. Click here for more information.